Account Director

Recruiter
TMF Group
Location
Chicago,Delaware, Miami, US
Salary
Competitive salary plus great benefits
Posted
19 May 2022
Closes
19 Jun 2022
Ref
551594
Contract type
Permanent
Hours
Full time
Experience level
Director

Atlanta, Boston, Chicago, Delaware, Houston, Miami, New York, Raleigh, San Francisco, USA

About TMF Group

TMF Group is a leading provider of critical administrative services, helping clients invest and operate safely around the world. We provide legal, financial and employee administration through TMF Group’s teams in 120 offices.

Job Description:

The Account Director (AD) is an assigned point of contact for our most strategic clients who require business interaction with selected senior executives. The AD will typically own a portfolio of clients which will be assigned based on their complexity and need for strategic management, which would either require or benefit from this level of senior oversight.
The primary measure for the Account Director will be based on the client’s satisfaction from their portfolio, with acknowledgement that revenue growth will be noted as part of the overall assessment of performance. The AD will to be accountable for the management of contracted revenues, plus handling all commercial aspects of the binding contracted services.

KEY RESPONSIBILITIES

  • Assume overall responsibility for the client account and collaborate with the designated client service team for each practice (where applicable). This includes coordinating accounts where there may be either multiple services to be delivered, an ad-hoc support model across multiple jurisdictions or the need to reinforce relationship management through stronger governance.
  •  Ensure the delivery of the contracted TMF offering through exceptional service relationship and robust governance engagement with the client. In close collaboration with the client service team, the AD will be is responsible for mapping the client contacts and setting out a communication plan for regular meetings.
  •  Have a view on the contracted revenue for each client in their portfolio to enable decisions to be made on the account (i.e. when looking at growth, descoping, overall profitability, etc.).
  • While the client service team (Client Service Director (CSD) and/or Client Service Manager (CSM)) will continue to be responsible for the delivery of all contracted services, the AD will be responsible for managing the relationship between the client service team and the client.
  • As a result of the above a deeper and more detailed knowledge of the client needs is required. This will help identify future upsell opportunities of other TMF services. Any identified leads will need to be flagged to the sales organization for them to develop. This will be done either via a pre-designated seller or via the BFF (best foot forward) process - to help identify who would be best placed within the sales team for a successful outcome.
  • Fully responsible for the contract renewal process, looking to obtain the best position for both the client and TMF. Careful attention will be needed to ensure that the latest developments in service offering, pricing, service construction and technology can be applied to the account. The AD will need to work and coordinate with other colleagues from sales, solutioning, pricing, contracting, Infosec, Operations and technology, and/or implementation/onboarding, depending on the scope of the renewal and changes to the intended services.
  • May also be required to work on renewals that are unrelated to their portfolio of clients. As the renewal period offers an opportunity to reset the existing model for a further period, the AD will investigate synergies and efficiencies to enhance the solution design for any customer. This could include bringing a legacy agreement up to the latest TMF standards, or perhaps moving multiple LSA contracts to a MSA basis. Depending on the nature of the renewal, this may be similar to a new sales process, requiring end to end contract management. In this case a designated AD may be required on the account to manage any new services, embedding other requested deliverables within an uplifted fixed fee, doing a thorough review on pricing, profitability and ultimately creating a new contract. With these additional tasks, the workload of the existing portfolio will need to be considered when looking at renewal activities on new accounts. There is a set of specific actions for any given client, depending on the different stages in the “lifecycle” journey. These range from a lower touch steady state to hyper-care and SteerCo activities, which are derived from recent onboarding, new tool or IT solution deployment, transitioning activities, RFIs, RFPs or when overseeing major service issues that are impactful to the relationship that require action."

Make an impact
Our global presence in more than 80 countries allows you to impact how global and diverse clients do business as well as give back to the global communities we operate in
Be part of One TMF
At TMF Group, it’s our people who make us who we are. Our company thrives on entrepreneurial spirit and is full of proactive people who combine enthusiasm with responsibility and accountability.
A world of opportunity
Regardless of where you are in your career, TMF Group opens a world of opportunity where you will be part of our team and is supported in your global career journey

Applications close: 17 Jun 2022 Eastern Daylight Time

For further information, and to apply, please visit our website via the “Apply” button below.